000			03375cam a22002897i 4500
999			_c34413 _d34413
008			190529s2019 enka b 001 0 eng
020			_a1847942369
020			_a9781847942357 _q(hardcover)
060			_aHF 205
100	1		_aMartin, Stephen
245	1	0	_aMessengers : _bwho we listen to, who we don't, and why
264		1	_aLondon : _bRandom House Books, _c2019.
300			_aviii, 328p.
505	0		_aIntroduction -- The Curse of Cassandra -- PART ONE. Hard Messengers -- 1 Socio-Economic Position -- Fame, Fortune and Being Recognised without Being Recognised -- 2 Competence -- Expertise, Experience and Why Potential Beats Reality -- 3 Dominance -- Power, Superiority and When Command Trumps Compassion -- 4 Attractiveness -- Cute Babies, Beauty Taxes and the Upsides of Averageness -- PART TWO. Soft Messengers -- 5 Warmth -- Likeable Leaders, Humble Servants and When Cooperation Defeats Conflict -- 6 Vulnerability -- Self-Disclosures, Identifiable Victims and How Openness Can Unlock Closed Minds -- 7 Trustworthiness -- Core Principles, Conflicts of Interest and Those Who Are as Faithful as Their Options -- 8 Charisma -- Vision, Surgency and the Mystery of Magnetism -- ConclusionListening... Believing... Becoming .
520			_aWhy are self-confident ignoramuses so often believed? Why are thoughtful experts so often given the cold shoulder? And why do apparently irrelevant details such as a person's height, their relative wealth, or their Facebook photo influence whether or not we trust what they are saying? When deciding whether or not someone is worth listening to, we think we carefully weigh their words and arguments. But those are far from being the only factors that hold sway with us. In this groundbreaking new book behavioural experts Stephen Martin and Joseph Marks pinpoint the eight powerful traits that determine who gets heard and who gets ignored. They show how such apparently irrelevant details as a person's appearance or their financial status influence our response to what they have to say, regardless of its wisdom or foolishness. They explain how trust is won, even when it may not be deserved. They analyse the nature of the charismatic speaker and the verbal and physical cues they employ. And they demonstrate how the tiniest of signals - from the shoes we wear, to the pitch of our voice and the warmth of our smile - can transform how others perceive us and so determine whether they are prepared to pay heed to what we have to say. Above all, Martin and Marks show how looking and sounding right is often far more persuasive than actually being right. In a world of ambiguity, uncertainty and fake news they compellingly demonstrate how, increasingly, the Messenger is the Message. --
650		0	_aCommunication
650		0	_aLeadership
700	1		_aMarks, Joseph
856			_uhttps://www.audible.co.uk/pd/Messengers-Audiobook/1473571405?qid=1603292830&sr=1-1&ref=a_search_c3_lProduct_1_1&pf_rd_p=c6e316b8-14da-418d-8f91-b3cad83c5183&pf_rd_r=7VX12PRR0Q3JNF6ERC13 _yAlso available as Audio Book for individual purchase
942			_n0 _01
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
906			_a7 _bcbc _ccopycat _d3 _encip _f20 _gy-gencatlg